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Introducing the Psychological contract into Sales Education

Mackenzie, Colin

Authors



Abstract

This is a discussion document about introducing students of sales education the benefits of the psychological contract. It explains the different types of business contracts and discusses how an appreciation of the subtleties of personal inter-communication support trust and resilience in the sales process.

Journal Article Type Article
Acceptance Date Jun 1, 2021
Online Publication Date Aug 1, 2021
Publication Date Aug 1, 2021
Deposit Date Sep 25, 2021
Journal International Journal of Sales Transformation
Print ISSN 2058-735X
Peer Reviewed Not Peer Reviewed
Volume 7.3
Pages 16-18
Keywords sales education, psychological contract, trust
Public URL http://researchrepository.napier.ac.uk/Output/2805566